Opening book details…
Can I read Beyond Selling Value: A Proven Process to Avoid the Vendor Trap on EtoBox?
Beyond Selling Value: A Proven Process to Avoid the Vendor Trap by Shonka, Mark is a business book available to read on EtoBox.
What is Beyond Selling Value: A Proven Process to Avoid the Vendor Trap about?
"Breaking out of the "vendor trap" requires nothing short of a wholesale rethinking of what it means to sell value. Salespeople must re-evaluate the types of opportunities they pursue, what they learn about their customers, the level of customer they're willing to sell to, and how they communicate with executives who buy value." "Such a revolutionary change in approach to the nature of sales also requires a new strategic, step-by-step plan for progressing through the sales cycle. That is precisely the process described in Beyond Selling Value - the most effective method available for selling value instead of price, avoiding commoditization, and differentiating yourself from the competition while developing long-term business relationships in today's hyper-competitive marketplace."--Jacket.
Who reads Beyond Selling Value: A Proven Process to Avoid the Vendor Trap?
It is typically read by working professionals who need an authoritative practice reference.
Common subject areas: medicine, law, business, engineering.
- Author
- Shonka, Mark
- Publisher
- Dearborn Financial Publishing, Incorporated
- Published
- 2002
- Language
- EN
- ISBN
- 9780793167777
- Category
- business
- Subjects
- Marketing, Business, Economics
- Rating
- 4.3 / 5 (72 ratings)
- Updated
- 2026-03-14
More by Shonka, Mark
Browse all works by Shonka, Mark
Similar books
- The Customer Trap : How to Avoid the Biggest Mistake in Business — Andrew R. Thomas and Timothy J. Wilkinson (2020)
- Beyond the Sales Process : 12 Proven Strategies for a Customer-driven World — Andersen, Stephen S.; Stein, Dave (2016)
- Supplier Relationship Management : How to Maximize Vendor Value and Opportunity — Christian Schuh, Michael F. Strohmer, Stephen Easton, Mike Hales, Alenka Triplat (auth.) (2014)
- SELLING TODAY : Partnering to Create Value, Global Edition — Gerald Manning, Michael Ahearne, Barry Reece (2023)
- Winning the Toughest Customer: The Essential Guide to Selling to Women — Delia Passi; A.B. AARONSON (2006)
- Selling Is Dead : Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth — Marc Miller; Jason Sinkovitz (2005)